Doing business internationally ex reading tim Collins goes to Saudi Arabia

Doing business internationally

EX 1. READING

Tim Collins goes to Saudi Arabia

Tim Collins, Sales Manager, travelled to Riyadh to present his company's TV sets to Karim Al­

jabri, president of a retail group. The meeting, arranged for Monday, was postponed two days later. When Collins finally met Al-jabri, he was surprised that several other Saudi visitors attended the meeting. He turned down Al-jabri's offer of coffee, and when asked about his impressions of Riyadh, said that he had been too busy dealing with paperwork to see the sights. During the meeting, Al-jabri often interrupted the conversation to take telephone calls. Collins wanted to get down to business, but Al-jabri seemed to prefer to talk about English football teams. When Collins admired a painting on the office wall, Al-jabri insisted on giving it to him as a gift. Collins was very embarrassed. Two days later, Collins presented his company's new products. A large number of staff attended and asked technical questions which Collins couldn't answer . The following day, Collins asked Al-jabri if he wanted to place an order for the TV sets. 'If God pleases: was the answer. Collins thought that meant 'Yes'. Collins did not secure the contract. When he e-mailed Al-jabri a month later, he was informed that Mr Al-jabri was away on business.

Task 1 . Tim Collins made several mistakes because he lacked knowledge of the local business culture. In pairs, discuss his mistakes and note them down_

Task2 Draw up a list of advice you would give a visitor like Tim Collins_

Carson Martin visits Japan

Carson Martin, Managing Director of a Canadian golf equipment company, travelled to Osaka to meet Vasuo Matsumoto, General Manager of a sports goods business. Martin arrived punctually for his meeting with Matsumoto. He hoped it would be with Matsumoto alone, but some of Matsumoto's colleagues were also present. After introductions, they exchanged business cards. When Martin received Matsumoto's card, he put it away in his wallet. However, Matsumoto examined Martin's card closely for some time. After a short discussion, Martin said, 'Well, are you willing to be an exclusive agent for us or not?' Matsumoto looked embarrassed, then he said, 'It will be under consideration.' Martin was not clear what Matsumoto meant. Matsumoto went on to say that he had to consult many colleagues in other departments before they could make a decision. After the meeting, Matsumoto invited Martin to join him for dinner . Matsumoto complimented Martin on his ability to use chopsticks. Later, Martin gave Matsumoto two gifts: a guide book for Ontario, Canada, wrapped in red paper , and a bunch of beautiful white water lilies for his wife. 'I hope they appreciate my gifts: he thought. He did not hear from Matsumoto for some while. However , six months later, he received an e-mail from Matsumoto: 'Please return to Osaka as soon as possible. We would like to meet you to discuss the agency agreement.'

Read the case, then answer the questions

1 Why was Martin disappointed when:

a) he first entered Matsumoto's office?

b) Matsumoto said, 'It will be under consideration'?

2 What mistakes did Martin make when he: a) exchanged business cards?

b) asked the question about an exclusive contract?

c) gave Matsumoto's wife white water lilies?

Ex2 Match the verbs (1-7) to the nouns (a-g) .

1 to apply a) a candidate

2 to fill in b) a probationary period

3 to attend c) a psychometric test

4 to work d) a vacancy

5 to shortlist e) an application form

6 to advertise f) an i nt erview

7 to take g) for a job

EX3 Choose the correct verb-noun combinations from Exercise 2 to complete

the sentences.

1 A potential employer will often ask job seekers to . . .. ... . . . . in order to form a better

idea of t hei r personality.

2 If the selection panel members consider that your application has sufficient merit, you

will be contacted and invited to ....... .

3 Many companies would never ...... .. ... whose contact e-mail address is anything like

'coo I_dude 198 [e-mail]'.

4 The successful applicants will be required to ............ of six months, during which time

their suitability for the post will be assessed.

5 Before you ............ , it is useful to know what kind of company or institution is offering

the position, so do your homework!

Ex 4. WRITING TASK: Write about doing business internationally